There is a sense of accomplishment of really doing what is right for the client versus having the burden of selling something that is not the best fit for the client. The focus is on one or the other in any typical company involving sales. We notice it when we shop at specific stores- some are there to sell you something…anything! They may talk you into products you aren’t even looking for. And some associates are there to help you find what you specifically want or need- they are there for YOU. The latter takes patience, experience, and communication.
These differences in customer service and sales approaches can be identified in the telecom industry. There are sales agents whose primary goal is to sell you services and/or products- that’s it. They will not likely take into consideration precisely what you need and want for your business. They would also like to close a sell with you as quickly as possible, not searching for specific products and packages complimentary to your needs at the lowest pricing available. The lower the price the lower their sales commission; basically, their goal versus your goal! Their job depends on selling you something you don’t need. They don’t stand to make as much money helping you in the future either- you may never talk to them again. Another common trait among sales agents with superficial goals is a lack of experience. Anybody with experience knows the customer must be the focus, at first contact and all through the sales process into the future as well.
NWMAP has been in the Unified Communications and Telecom industry for numerous years, but they still consider themselves customer service experts first and foremost. Lennie Green, a current Master Agent for NWMAP states: “My success comes from helping my customers be successful.”